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Mark Masterson

Comments here -- http://www.jroller.com/page/MasterMark?entry=omg_it_s_enterprise_2

Typepad told me that the trackback I sent from Roller was interpreted as comment spam ... :-(

Susan Scrupski

Hey Jason. (Happy Anniversary!)

It's a new market opportunity for SIs. It could lead to higher margin, less competitve contracts if they play their cards right.

These are early days, but I'm finding some SIs get it while others don't. Accenture gets it, and is already a trusted advisor to enterprise CIOs. All SaaS and Enterprise vendors should start educating SIs about the benefits of web 2.0 technology for the enterprise.

SIs, in turn, can start educating their clients and start looking for business reasons why web 2.0 makes sense. Bonus: there's a higher margin in "think consulting (McKinsey-esque) than doing" consulting (Tata-esque).

To date, I've not seen the SAP-killer in this market. SAP will be around for quite some time, but I think everyone would agree that the 1:8 ratio that so many SIs enjoyed, is on the wane.

Matthew Haley

I think the Mercury guys were, to be polite, very disengenuous in their response. I worked for ACN for several years, and left of my own accord. I would bet there were more Mercury Interactive users at ACN than any other company. The MERC guys were just ticked that ACN didn't but for their clients, but rather used licenses bought by their clients. Yes, it meant the MERC sales team actually had to do some work, instead of leveraging a partner sales force, but that is true for all the SW that ACN integrated.

SIs and ACN in particulalar have faults, but not forcing tools down their clients throat is not one of them.

Any time there is change the SIs have an opportunity to make money, and I have yet to see a CIO that doesn't have a "must do" list. There is never a need to make projects bigger and more complex, the need is to help users figure out exactly what is needed and to stay focused on the potential benefits and business advantages they engender. Then, identify the necessary features and functions to deliver those advantages, and finally to manage the delivery of the benefits and advantages.

SIs run into a hard time when the money is thin, and then it doesn't matter if there are last generation or next generation solutions available. CIOs may want work done, but don't have the cash to pay for it. Then and only then do good SIs go wanting for work. New apps, new approaches, broader scope, none of that scares or concerns an SI delivery lead.

Matt Haley

Jason Corsello

Totally agreed. In fact, Accenture has been relatively successful in the BPO business because they are taking on lot of the mess they created. (Sounds alot like the SOA migration...:-))

A great opportunity for the SIs in SaaS would be to build a "portability" offering whereas enterprises could easily switch SaaS vendors in such case the incumbent is either no longer providing value or innovation. The SIs could facilitate that vendor migration path and empower enterprises against "vendor lock-in".

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